When I use the term ‘Explode Your Opportunities’ I want you to do just that, not go out and use a couple of sticks of dynamite, but create a map to show your existing relationships with your existing customers and THEIR customers. Here’s how to do it:
Identify a client who is delighted with your product or service. Now get hold of a whiteboard or a clean sheet of paper and put your client’s name in the center of one page in a circle. Spend a couple of minutes and identify six businesses / individuals who also sell products and services to your client. I like to draw each one of them in a ‘circle’ centred around, and connected to, the key relationship. In this way you can ‘drill down’ into each subset to explore the relationships.
Make sure you ask your current client for permission to contact this network and that you have some illustration, demonstration or proof of how your service helped them through a challenge.
The key to using this is twofold. Even if you only have a small client base of six, by using this system, you immediately have at least 36 new businesses to contact AND you will be in a position to leverage your existing relationship! As each new relationship develops you can continually expand this model and in a very short period of time ‘Explode’ your potential for business growth.
Ciaran’s book can be bought from our website at www.strikeforcesales.com.au.
Don’t forget Ciaran is running a Sales Seminar on Thursday the 29th of September entitled “Fix Your Sales & Profit”. Call us on +612 8080 3621 to reserve your seat.
